Negotiation: Readings, Exercises, and Cases / Edition 5

Negotiation: Readings, Exercises, and Cases / Edition 5

by Roy J. Lewicki, David M. Saunders, Bruce Barry
     
 

Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum ofSee more details below

Overview

Negotiation is a critical skill needed for effective management. NEGOTIATION: READINGS EXERCISES, AND CASES, 5/e takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates. It contains approximately 50 readings, 32 exercises, 9 cases and 5 questionnaires.

Product Details

ISBN-13:
9780072973105
Publisher:
McGraw-Hill Companies, The
Publication date:
02/24/2006
Edition description:
Older Edition
Pages:
720
Product dimensions:
7.50(w) x 9.10(h) x 1.10(d)

Table of Contents

Section 1The Nature of Negotiation1
1.1How to Get Them to Show You the Money2
1.2Three Approaches to Resolving Disputes: Interests, Rights, and Power10
1.3Consider Both Relationships and Substance When Negotiating Strategically23
Section 2Prenegotiation Planning41
2.1Preparing for Negotiations42
2.2The Negotiation Checklist50
2.3The Right Game: Use Game Theory to Shape Strategy64
Section 3Strategy and Tactics of Distributive Bargaining83
3.1Negotiation Techniques: How to Keep Br'er Rabbit Out of the Brier Patch84
3.2Secrets of Power Negotiating94
3.3Defusing the Exploding Offer: The Farpoint Gambit105
Section 4Strategy and Tactics of Integrative Negotiation113
4.1Interest-Based Negotiation: An Engine-Driving Change114
4.2Step into My Parlor: A Survey of Strategies and Techniques for Effective Negotiation122
4.3Some Wise and Mistaken Assumptions about Conflict and Negotiation131
Section 5Communication and Cognitive Biases141
5.1Negotiating Rationally: The Power and Impact of the Negotiator's Frame142
5.2How to Frame a Message: The Art of Persuasion and Negotiation152
5.3Psychological Traps160
5.4The Behavior of Successful Negotiators169
Section 6Finding Negotiation Leverage183
6.1Where Does Power Come From?184
6.2How to Become an Influential Manager192
6.3Breakthrough Bargaining208
6.4The Good Guy's Guide to Office Politics217
Section 7Ethics in Negotiation223
7.1The Ethics and Profitability of Bluffing in Business224
7.2Ethics in Negotiation: Oil and Water or Good Lubrication?230
7.3Deception and Mutual Gains Bargaining: Are they Mutually Exclusive?245
Section 8Social Context255
8.1When Should We Use Agents? Direct versus Representative Negotiation256
8.2Negotiating in Long-Term Mutually Interdependent Relationships among Relative Equals264
8.3Can We Negotiate and Still be Friends?281
8.4Whom Can You Trust? It's Not So Easy to Tell287
Section 9Coalitions, Multiple Parties, and Teams291
9.1A Core Model of Negotiation292
9.2Reengineering Negotiations298
9.3Get Things Done through Coalitions308
Section 10Individual Differences315
10.1The Power of Talk: Who Gets Heard and Why316
10.2Are You Smart Enough to Keep Your Job?330
10.3Should You Be a Negotiator?336
Section 11Global Negotiations339
11.1International Negotiations: An Entirely Different Animal340
11.2Intercultural Negotiation in International Business355
11.3American Strengths and Weaknesses374
11.4Negotiating with Romans378
11.5Negotiating with Romans--Part 2394
Section 12Managing Difficult Negotiation Situations: Individual Approaches417
12.1Negotiating with Problem People418
12.2Open Mouth--Close Career422
12.3Negotiating with a Customer You Can't Afford to Lose427
Section 13Managing Difficult Negotiation Situations: Third-Party Approaches435
13.1When and How to Use Third-Party Help436
13.2Mediator Attitudes toward Outcomes: A Philosophical View454
13.3The Manager as the Third Party: Deciding How to Intervene in Employee Disputes467
Section 14Applications of Negotiation479
14.1Bargaining under the Influence: The Role of Alcohol in Negotiations480
14.2She Stands on Common Ground496
14.3The Ultimate Guide to Internet Deals498
Exercises510
1.The Disarmament Exercise512
2.Pemberton's Dilemma518
3.The Commons Dilemma521
4.The Used Car522
5.Knight Engine/Excalibur Engine Parts524
6.GTechnica--AccelMedia525
7.Universal Computer Company I526
8.Universal Computer Company II530
9.Twin Lakes Mining Company531
10.Salary Negotiations534
11.Job Offer Negotiation: Joe Tech and Robust Routers535
12.The Employee Exit Interview540
13.Newtown School Dispute541
14.Bestbooks/Paige Turner547
15.Elmwood Hospital Dispute548
16.The Power Game551
17.Coalition Bargaining552
18.Jordan Electronics Company555
19.Third-Party Conflict Resolution559
20.The Connecticut Valley School564
21.Alpha-Beta567
22.The New House Negotiation569
23.Eurotechnologies, Inc.571
24.The Pakistani Prunes578
25.Planning for Negotiations579
26.Sanibel Island582
27.The Playground Negotiation586
28.Collecting Nos595
29.500 English Sentences597
30.Sick Leave598
31.Town of Tamarack599
32.Bacchus Winery602
Cases603
1.Capital Mortgage Insurance Corporation (A)604
2.Pacific Oil Company (A)619
3.The Ken Griffey Jr. Negotiation647
4.Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)658
5.Vanessa Abrams (A)667
6.500 English Sentences671
7.Sick Leave681
Questionnaires691
1.The Personal Bargaining Inventory692
2.The SINS II Scale696
3.The Influence Tactics Inventory699
4.The Trust Scale701
5.Communication Competence705

Read More

Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >